So Many Leads…So Little Time

Here is a case study about one of our current customers who is utilizing our b2b telemarketing services.  Not only are we doing lead generation but also lead qualification, by following up on emails that have been sent to their prospects.  I don’t want to give away the ending so read on:

A small website development company had a problem.  They knew exactly who their target audience was and had numerous prospect lists (not a bad thing), but they had too many leads and not enough sales people!

The head of sales and marketing had used telemarketing agencies in the past, but never had a good working relationship with them. And he was receiving a good quantity of leads, but the quality suffered.  Ceri Ruenheck, president of IT’S YOUR CALL (IYC), met with him and the owners, and although IYC’s costs were higher than the others, it was agreed that a pilot program would be conducted.

The pilot program was deemed a success, and the program has continued for over 4 months, which equates to 150 hours of calling.  During that time IYC has been responsible for cold calling, setting appointments, qualifying leads, sending/tracking literature requests, and following up on those requests.  The results have resulted in an overall positive response rate of 8%.  A total of 21 appointments were scheduled (10 of which were secured while following up on the literature requests) and the sales funnel has increased with fully qualified leads.

IYC is now utilized as an extension of the website development company’s sales department, and is being engaged to work with the company’s Information Technology Services!